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Innovative Team Selling: How to Leverage Your Resources and Make Team Selling Work by Eric Baron

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16

What Do You Mean You Don't Like It?

No matter how great your presentation may be, you will encounter resistance. Even if every member of your team performs brilliantly, and everything goes perfectly according to plan, your clients will object. It's a fact of life. We hear many salespeople complain that “it's human nature” to push back. Even if someone is convinced that they want to buy, they will resist at some level.

When most people hear new ideas or have to deal with the possibility of change, they resist. That's the way it is. For many reasons, when it's time to make decisions, the tendency is to focus on the negative. And as a result, people object. Yes, it's human nature.

If you don't agree, take a look at what you are wearing at this very minute. We would bet that if it's an article of clothing, a piece of jewelry, or even your pajamas, you resisted buying it initially. Either the price was too high or the color wasn't right or it didn't fit the way you liked. But you did buy it. After going through some deliberation process, you did that. And you're probably glad you did.

That's the way it works. Most people tend to look for the flaws when they make decisions. They do it with the things they buy just as with everything else. It is how their minds work. If you're still skeptical, think back to the last time you asked someone to do something differently, whether it was a colleague, a friend, a significant other, or a kid. Chances are they pushed back. I doubt we're telling ...

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